Muneer A. Rasheed
on
"Why Your Networking Isn't Working"

In many business circles, Networking is seen as passing and collecting as many name cards as physically possible during a social event, conference or trade show.

This is the equivalent of “Speed Dating” for the business community. Do the 20sec. elevator speech and rush off to the next hapless victim where the process is repeated.

When the conquering hero returns to the office stories abound on how many boxes of cards were given out and still how many were collected. The war weary hero the preceding days events expresses how it will take a least a week to go through all the cards.

What usually happens is a few days later when you sort through the cards; you find yourself mentally squeezing your brains neurons attempting to put a face or some form of context to the cards.

Little success with this; you resort to a fail safe plan.

You send out the generic:

Dear Mr. Hasham President, MS, MBA, ABC

It was a pleasure meeting you at the "United Save The Palau Jelly Fish" campaign last...

This type of form response lacks the personal touch of having engaged an individual other than for the sole purpos of acquiring their name card.

It also cries out loudly “I don’t remember you; Please give me a hint!”

So What is Network?

Networking isn’t about Quantity; It’s about Quality!

It’s taking the time to start the process of developing a relationship with the person to whom you are speaking.

Developing a relationship means you talk with them not conduct some ad hoc interview with the not so veiled attempt to offer your services or make a sale.

That type of behavior is quickly seen and you will be viewed as a vendor more than a peer.

It is also view as disingenuous when you are pretending to be in conversation when all the while you are scouring the room seeking out your next victim.

Conversely, if you are fortunate to be speaking with someone of some renown, you do not want to entrap them in such a manner that others at the function do not have access to the individual.

The idea, as my mentor Alan Weiss says; is to look for ways to offer them something of value during your conversation.

I refer this as ”Give To Get”

Let the person know of a book, an article or someone that they may find of interest.

Ask if it is okay to pass a name along or send some information to them by post.

If they are agreeable to that; ask if is also alright if you follow up to see if the information you provided was of any value to them.

Remember, if you ”Give To Get” the next stage of the relationship will produce mutually beneficial fruit!

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